What are the responsibilities and job description for the Business Development Manager position at ThisWay?
Our partner is looking for a Business Development Manager in Charlotte, NC. This role is for a true builder. The Business Development Manager is responsible for creating new relationships from the ground up—bringing in new enterprise clients through a consultative, value-driven approach. This is not a role built on inbound leads or inherited accounts. It’s built on curiosity, persistence, and the ability to earn trust over time. You’ll operate in a space where the work matters—supporting safety, security, and connectivity across organizations. It takes patience. It takes resilience. There are a lot of “no’s.” But when it comes together, the impact is real—for the client, for the organization, and for your own growth.
Responsibilities
- Build from zero – Identify, engage, and convert net-new enterprise logos within your market
- Lead consultative sales cycles – Diagnose needs, quantify ROI, and guide clients through complex decision-making
- Create opportunity – Prospect through cold outreach, networking, referrals, and industry events
- Own the relationship early – Set the tone for trust, professionalism, and long-term partnership from first touch
- Collaborate across teams – Partner with technical, operations, and marketing teams to shape and deliver the right solutions
- Navigate complexity – Sell integrated solutions across AV, security, fire alarm, structured cabling, access control, and communications systems
- Stay close to the market – Develop a point of view within your vertical and show up as a credible, trusted resource
- Plan for the long-term – Help shape multi-year roadmaps once a client becomes a partner
- Manage your pipeline with discipline – Maintain strong CRM habits and a clear path to revenue
- A true hunter – Comfortable starting conversations from scratch and building momentum over time
- Resilient and steady – Able to hear “no,” recalibrate, and continue progressing without losing focus
- Consultative by nature – Asks thoughtful questions, listens well, and builds solutions—not just proposals
- Industry fluent – Experience in low voltage, fiber, AV, security, fire alarm, access control, or related infrastructure technologies
- Enterprise-minded – Understanding of longer sales cycles, multiple stakeholders, and the discipline required to close complex deals
- Community-rooted – Builds relationships in the market and maintains a strong local presence
- Grounded in values – Leads with integrity, humility, and a team-first mindset
Preferred Qualifications
- Experience selling into healthcare, SLED, or large enterprise environments
- Background in managed services, telecommunications, or integrated systems
- Demonstrated success with multi-year, consultative sales cycles
- Active involvement in community, industry groups, or local networks
- Familiarity with tools like Salesforce or HubSpot